User conferences are awesome. There is a ton of excitement for vendors, partners and customers plus the thrill of prospective customers taking in all the excitement and making the decision to become a customer. But there is almost universally something missing…

Normal protocol of a software seller is to do "discovery" to learn about the prospects current situation and pain. The goal is to see if there is a fit so someone can sell software. The problem is that the seller isn't the one who should be discovering…

Everyone in GTM functions has been complaining about a lack of alignment for centuries. (maybe decades), but none seem to really want it, or know how to get it, because they dont…

You are struggling for a reason. If you are in sales and you are struggling the first thing I would look at is your approach. Once that is nailed down I would look at your territory. Some territories are REALLY bad …

Buyer Enablement is a thing. Gartner's view of it can be seen here and is generally the framework I believe in. Their definition is this. "Buyer enablement is the provisioning …